They Love the Product. Why Won't They Buy?
A promising demo ends with enthusiasm. The prospective user asks to stay in touch and offers ideas for the next release. Then the conversation goes quiet when payment comes up. For a founder, the obvious response is to make the offer cheaper: add a free tier, extend the trial, or introduce a discount. Sometimes that is the right move. But it does little for someone who cannot authorize spending, has no immediate job to do, or cannot tell what a successful delivery would look like.